Should I use a script for cold calling?

Jon CunninghamTelemarketing

I read a post on LinkedIn this week talking about a team’s success in a focused cold-calling session; distractions were removed, minds were focused and contact lists were prepared in advance of the telephone assault. In the various comments that … Read More

Mastering the art of objection handling

Jon CunninghamSales

Objection handling is the art-meets-science of addressing questions and challenges presented to you by the prospect during the sales process; these objections can be presented at any time during a sale from an initial introduction through to receipt of a … Read More

Cold calling: Why, when and how

Jon CunninghamTelemarketing

The debate’s an old one: is there value in cold calling – and if so, how and when should you employ it as a technique? Even as far back as 1991, when the Mk3 Fiesta XR2i seemed like a cool … Read More

Understanding and Setting Sales KPIs

Jon CunninghamSales

Let’s start with the obvious: the value of revenue generated each day, week or month is critical to all businesses – whether from rolling contracts, existing customers or new sales. However, the value of new and existing customer revenue is … Read More

What to look for in a new sales hire

Jon CunninghamSales

The Recruitment & Employment Confederation claim that hiring mistakes are costing UK businesses billions each year – but get sales recruitment right and the rewards will follow. Your requirements will depend on your environment: the type of role you are … Read More